S&M, Marketing Approach For Sales Managers

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Marketing Approach For Sales Managers

Marketing Approach For Sales Managers

• Find out who is on the board of directors and what companies they are affiliated with.
• Find out the needs of the organization
• Find out something about their budget. This is easy if they are a tax-exempt organization.
• Find out about past catering functions, where they were held, prices, number of covers, special requests, etc
• Find out if the organization has any housing / room needs and how you can help.
• Read newspapers about their history, ads and reports and totally familiarize yourself with their goals & identity.
• Make sure you meet with a major staff member and a board member, at least you have for another & next meeting something to review and refer on.
• Work out before the event how the hotel will be credited and recognized, a complimentary ad in a season’s program or periodically newsletter will go a long way in justifying your investment.
• If you are trying to attract the organization, it must have an audience that is part of your marketing mix.

Other possible returns for your donations include:

• Having the organization give the hotel complimentary tickets that can be used by the staff for entertaining clients or as employee incentive.
• Asking the organization to give you access to their mailing list. This can be crucial in trying to publicize a new week-end program or the opening of a new food and beverage outlet.
• Requesting the organization to commit to a two year contract. This not only makes it easy for the organization to plan ahead, but also helps the hotel I projecting revenues..
• You should also be willing to donate meeting rooms for seminars and retreats if F&B is ordered
• Most important is the follow-up: make sure you are aware of the news that is created by the organization ( anniversaries, birthdays etc. ) For major events the GM might sent a personal congratulations letter or sending a birthday cake.